verett Trues" you meet. _Superficial_,
_assumed_ indications will not help you to comprehend the _inner_ man
you want to influence. _Restrict your size-up to the signs of that inner
man._ While the old gorgon you face is brow-beating you, he may be
planning in the back of his head an act of gentle kindness to some one.
If he is _habitually_ kind, there will be physical indications of that
characteristic; in his _tones_ and _acts_ if not in his _words_. Look
for these signs beneath his harsh manner, which is merely a disguise he
has put on. "Everett True" behaves like a domineering tyrant, but he
really is characterized by an acute sensitiveness to what is right and
just.

[Sidenote: Judge By Unconscious Appearance And Actions]

When sizing up a man, depend principally upon details of his
_appearance_ and _actions_. Translate whatever you see or hear into
definite discriminative judgments regarding him. His muscle structure
and movements indicate certain traits. Of course you should also observe
and size up the significance of the words and tones he uses. But a man
employs his speech with the conscious intention of making impressions.
Therefore it is not safe to rely on a size-up based on what he says.
Your prospect may be using his words and tones to hide, rather than to
reveal, his inner self.

However, if you know how to separate and classify _details of muscle
structure and action_, you can depend safely on specific conclusions
based on these indications. The muscle structure of a man is the result
of his habits of living, or of his predominant characteristics. He
builds it up unconsciously and is unable to disguise it. It can be
interpreted as certain proof that he has particular traits. Most of his
movements, too, are made without his realizing exactly what they denote
of his character and present thoughts. He just "acts natural." Therefore
if you read indications of the inner man by analytically observing his
_physique_ and _actions_, you will gain reliable information about him.
He will not know that he is revealing his traits and what he is
thinking.

[Sidenote: Your Opinions About People]

From your earliest childhood to this moment you have been forming
first-hand opinions of other people by observing and interpreting their
words, tones, and movements. Sizing up men is not a new process to you.
But in order to be a certainly successful salesman of yourself you
should _observe more intelligently and discr